From the course: Negotiation Foundations
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The three core negotiation practices
From the course: Negotiation Foundations
The three core negotiation practices
- One of the biggest mistakes negotiators make is thinking it's simply a transaction to be made and rushing the process. We make our requests, state our case, and prepare a string of defenses to convince our conversation partner to see things our way as quickly as possible. In, out, done. The fact is, if we rush things, we try to force decisions. We can miss opportunities to find creative solutions to the problems we're trying to solve. So negotiation needs to be slow and relational, as opposed to fast and transactional. And here are three core practices that lay the groundwork for conversations that lead to agreement. The first practice is to check in with your conversation partner to make sure they can give you their full attention. Saying something like, "Is this still a good time to talk?" is a great place to start. The second practice is to get connected. You're having a conversation with another human being, so engage in a little small talk. The benefit…
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